Sales Operations Manager

Qodo•New York, NY

About The Position

Qodo is a Series B B2B technology company helping customers ensure quality throughout their agentic SDLC. The company is scaling quickly, with inbound and outbound motions, a growing high-velocity segment, a self-serve path, and enterprise sales. This is a hands-on, builder-minded position on a lean GTM Ops team. The Sales Operations Manager will help maintain HubSpot, reporting, and the sales technology stack, and build processes that reduce administrative work for sales representatives. The role partners with sales leadership on forecasting, territory design, and analysis, and with marketing operations on lead routing, attribution, and funnel health.

Requirements

Four to seven years of experience in Sales Operations, Revenue Operations, or a closely related role at a B2B SaaS company, ideally at Series A–C scale.
Deep hands-on experience administering HubSpot, including building workflows, custom objects, and automation.
Experience supporting inbound, outbound, and high-velocity or self-serve motions, and understanding of how each requires different routing, scoring, and reporting logic.
Strong SQL or spreadsheet modeling skills, including comfort with product usage or billing data and the ability to pull and interpret data independently.
A proven track record building pipeline pacing, win-rate benchmarking, and risk-adjusted forecast models used by sales leadership.
Fluency with a modern sales technology stack, such as Outreach or Salesloft, Gong or Chorus, Clari, ZoomInfo or Clay, and Zapier or similar automation tools.
Comfort using LLMs and automation tools to build analyses, reports, and workflows more quickly.
A track record of building or significantly improving forecasting, territory, or reporting processes from scratch.
Ability to thrive in a fast-moving environment where priorities shift and processes are still being defined.
Clear communication skills and the ability to translate messy data into actionable decisions for sales leadership.
A bias toward action and willingness to ship a sufficiently effective process quickly rather than wait for a perfect one.

Nice To Haves

Experience with usage-based or consumption pricing, including billing and revenue reporting.
Background tracking POV or POC processes in a technical enterprise sales cycle.
Prior experience working with developer and engineering buyers, in a sales or partnering capacity.
Hands-on knowledge of CPQ or deal desk workflows.
Familiarity with marketing attribution models and lead-scoring frameworks.
Prior experience at a company scaling from Series B to Series C.

Responsibilities

Help administer and maintain HubSpot with the GTM Ops team, including data hygiene, lead routing, and workflow automation.
Lead and deliver the weekly and monthly forecasting cadence with sales leadership, identifying risks, gaps, and trends early.
Help manage territories, target account lists, and account assignments as the team scales, including capacity planning for new hires.
Support scoring logic for inbound, outbound, and product-led signals, across enterprise and high-velocity segments.
Support sales compensation plan administration, quota setting, AE pipeline-generation targets, and commission calculations in partnership with Finance.
Identify deal-cycle process bottlenecks, including quoting, contract turnaround, deal desk approvals, and pricing changes, and work with the team to resolve them.
Maintain stage definitions, exit criteria, auto-close logic, and rules of engagement so pipeline data is consistent and trusted across Sales and Marketing.
Build and maintain dashboards and reporting for pipeline by source, pacing and linearity against targets, stage conversion, rep productivity, and forecast accuracy.
Build risk-adjusted pipeline views benchmarked against trailing win rates and show gaps against targets.
Track proof-of-value outcomes, including POV win rate, competitive win rate, and net-new versus expansion ARR.
Analyze usage and consumption data to support expansion forecasting, account health, and pricing decisions as the company moves to consumption-based pricing.
Partner with Marketing Ops on attribution and campaign-to-pipeline reporting.
Support the sales technology stack by evaluating, implementing, and integrating tools such as sequencing, dialers, intent data, conversation intelligence, and contract or CPQ tools; build AI-assisted workflows and automations to reduce manual work.
Help train and enable new representatives on tools, processes, and pricing as part of onboarding.
Handle ad hoc data requests from Sales leadership, Finance, and the executive team as part of the team's rotation.